This is where you save and sustain lives

At Baxter, we are deeply connected by our mission. No matter your role at Baxter, your work makes a positive impact on people around the world. You'll feel a sense of purpose throughout the organization, as we know our work improves outcomes for millions of patients.

Baxter's products and therapies are found in almost every hospital worldwide, in clinics and in the home. For over 85 years, we have pioneered significant medical innovations that transform healthcare.

Together, we create a place where we are happy, successful and inspire each other. This is where you can do your best work.

Join us at the intersection of saving and sustaining lives—where your purpose accelerates our mission.

ICS & Digital Healthcare Lead

Group: Sales, Country: Poland, Poznań

Reporting to: BUH ICS/Digital Health

SUMMARY

Responsible for the business result of the assigned accounts and sales area, the ICS & Digital Healthcare Lead builds relationships with key decision makers in hospitals, local governments and business partners. He/she integrates of individual Baxter business and develops the potential of synergy between business. He / she develops and maintains productive relationships with key administrative and key decisional stakeholders in order to influence decisional processes to facilitate the business accross Baxter business. He / she contributes to harmonize and target Sales efforts across the Baxter business to maximize all market opportunities and negotiates contracts with buying organizations

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Identify potential business development opportunities, present proposals and implement actions which enable synergy between Baxter businesses for the assigned accounts and / or sales areas.  
• Achieving the assumed results in terms of sales, finance and customers by achieving business and individual goals
• Responsible for developing cross-divisional sales for assigned key customers / sales area in collaboration with Business Unit Head / Manager(s), Sales Managers with a shared responsibility for the sales budget

• Develop cooperation between key customers and decision makers, including KOLs, heads of units, doctors, nurses, directors, heads of pharmacy and medical devices departments, and public tender departments but also distributors, wholesalers and other business partners.
• Maintain, develop and consolidate relationships with all important functions within the National Healthcare System at sales area level and at Hospital level (where applicable)

• Responsible for the business result of the assigned accounts and / or sales area
• Bring in market intelligence and customer knowledge
• Work with Country General Manager, BUHs and Product Managers while monitoring regional / local key policies that may affect business in designated sales area
• Maintain a watching brief on developments within the sales area and customer’s organization which may affect future business in co-operation with Marketing

• Analyze account attractiveness and develop the account plan including sales, market share and required resources in co-operation with Marketing
• Make field visits and establish strong relationships with key decision makers and committees within the sales area and buying organizations for Hospitals.
• Negotiate and prepare bids and tenders for Hospitals.
• Conduct business reviews with each assigned buying organization, covering sales volumes, compliance & competitive conditions
• Closely monitor and report competitive activities at sales area level
• Work with BUH in implementing multi-source product sales and marketing strategies
• Manage expense budget
• Develop and manage new services for key customers and sales area

JOB REQUIREMENTS

Education/Experience

• Master’s degree preferred (Science, Commercial, Medical, …)
• Significant experience in Medical Devices and Pharmaceutical businesses, both in Sales, National Accounts and Bids procedures and requirements

Competences

ICS & Digital Healthcare Lead must be brave and act quickly, communicating efficiently to engage proactively customers, Baxter colleagues and business partners. Must present the highest ethical standards on daily basis. On top of that is expected to excel at:

• Communication. Expert Level. Able to shape and lead communication. ICS&DH Lead acts as the liaison and leader for the customer, the other Baxter business units and encompasses the entire Baxter organization. Must excel at communication, must be comfortable addressing C-suite executives. ICS &DH Leads are in connection to each level of the Baxter business to ensure they shape customer’s needs and expectations and properly responds to existing ones.
• Company and customer expertise. Expert level. Here / His customers expect customized service. The ICS&DH Leads need to curate custom offerings tailored to the customer’s specific current and upcoming needs. To do this, the ICS&DH Leads must understand each part of the business, account’s strategy, market position, budget, and goals.
• Strategical thinking. Expert Level. ICS&DH Leads need to have a strategic perspective that goes beyond short-term gains. They must juggle many moving parts and orchestrate deals and long-term plans that align with a mutually beneficial strategy. Strong selling skills are important, yet KALs prioritize the long-term relationship over short-term transactions.
• Leadership. Expert Level. ICS&DH Leads are leaders. They must be adept at leading customers and employees at all levels of the business. The strategic nature of the role means the ICS&DH Leads acts as a visionary. Therefore, they are expected to lead both customers and internal stakeholders on key initiatives.
• Negotiations. Expert Level. The ICS&DH Leads’ goal is to build the lifetime value of their customer. To achieve this, they not only need to sell to the customer but also negotiate terms so both parties end up happy. This requires a keen sense of timing, extraordinary presentation skills, and the confidence to hold their ground and push back when necessary.

Required Skills

• Language: Polish - fluent, English - fluent

• Computer Skills - Basic knowledge required Word, Excel, Outlook, PowerPoint

Financial responsibility

• Achievement of revenue and profit targets
• Responsible for the business result of the assigned accounts and / or region
• Shared responsibility for the Sales budget
• Manage expense budget

WE OFFER

• Possibilities for development on a personal and professional level in one of the leading global MedTech companies.
• Contract for 6 months at the beginning and then permanent contract
• Competitive salary, bonuses, recognition award program.
• Cafeteria Plan
• Fully covered language courses (English, French, German, Spanish, Italian, Portuguese or Chinese).
• Co-financing of holidays and an additional 2 days off from work annually.
• Employee Stock Purchase Plan.
• Package of benefits including Private medical care (Lux Med), Life Insurance, Multisport card.
• PPE program with very attractive conditions available for each employee after 6 months.
• Corporate culture based on our values: collaboration, speed, courage and simplicity.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please send an e-mail to [email protected] and let us know the nature of your request along with your contact information.

Recruitment Fraud Notice

Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice.